Presentation Materials

for FY2021 Q2

Sansan, Inc.
January 13, 2022

Disclaimer

In preparing these materials, Sansan, Inc. (“the Company”) relies upon and assumes the accuracy and completeness of all available information. However,
the Company makes no representations or warranties of any kind, expresses or implies, about the completeness and accuracy. This presentation may
contain future assumptions, prospects and forecasts based on planning, but these forward-looking statements are based on the information that is currently
available to us, and on certain assumptions that we assume to be reasonable, but the Company does not promise to achieve these. Major differences may
occur between the forecast and the actual performance, including changes in economic conditions, consumer needs and user preferences; competition withother companies; changes in laws, regulations and others; and a number of other future factors. Therefore, the actual performance announced may varydepending on these various factors. In addition, the Company has no obligation to revise or publish the future prospects posted on this site.

© Sansan, Inc.

2

Contents

1 Consolidated Financial Results for FY2021 Q2 (six months)
2 Developing Services in Invoice/Contract Field
3 Full-year Forecasts for FY2021
Appendix(Consolidated Financial Results for FY2021 Q2 (three months), Sansan Group Overview, Sansan/Bill One Business, Eight Business)© Sansan, Inc.

3

Contents

1 Consolidated Financial Results for FY2021 Q2 (six months)
2 Developing Services in Invoice/Contract Field
3 Full-year Forecasts for FY2021© Sansan, Inc.

4

1 Consolidated Financial Results for FY2021 Q2 (six months)

Highlights of FY2021 Q2YTD Results
Consolidated net sales increased by 25.4% YoY
Net Sales: Sansan/Bill One Business 23.8% growth, Eight Business 33.0% growth
ARR (1) : 24.1% growth to 17,935 million yen

Steady progress made against full-year earnings forecasts
No change to consolidated earnings forecasts announced at beginning of fiscal year
Decrease in operating profit due to personnel recruitment and strengthening of advertising activities as plannedBill One, Contract One results performance favorable
Bill One MRR (2) increaed by 1,131.4% YoY to 61 million yen and number of paid subscriptions increased by 677.0% YoY.
The new Contract One service has made a smooth start.

(1) Annual recurring revenue(2) Monthly recurring revenue© Sansan, Inc.

5

1 Consolidated Financial Results for FY2021 Q2 (six months)

Overview of Consolidated Financial Results
Net sales increased by 25.4% YoY.
Operating profit decreased owing to execution of growth investments.
FY2020(millions of yen)

FY2021Q2YTD Results

Q2YTD Results

YoY

Consolidated Results

Net Sales

7,636

9,577

+25.4%

Gross Profit

6,690

8,446

+26.2%

87.6%

88.2%

+0.6 pt.

686

-133

－

9.0%

－

－

Ordinary Profit

454

643

+41.7%

Profit Attributable to Owners of Parent

388

573

+47.8%

3.12 yen

4.60 yen+47.6%

Gross Profit Margin

Operating Profit
Operating Profit Margin

EPS (1)(1) As the Company conducted a four-for-one common stock split effective December 1, 2021, the EPS were calculated on the assumption that the stock split was conducted at the beginning of the fiscal year ended May 31, 2021.
© Sansan, Inc.

6

1 Consolidated Financial Results for FY2021 Q2 (six months)

Results by Segment
Net sales increased in both Sansan/Bill One Business and Eight Business.
Adjustments amount (operating loss) increased by ¥423 million YoY owing to increase in number of
employees, etc.
FY2020(millions of yen)

Q2YTD Results

Q2YTD Results

YoY

7,636

9,577

+25.4%

6,903

8,548

+23.8%

734

976+33.0%

Others－54－

Adjustments

0

-2

－

Consolidated

686

-133

－

2,835

2,366

-16.5%

-363

-291

－

－

0

－

-1,785-2,209－Consolidated

Net Sales
Operating Profit© Sansan, Inc.

FY2021

Sansan/Bill One Business
Eight Business

Sansan/Bill One Business
Eight Business
OthersAdjustments

7

Contents

1 Consolidated Financial Results for FY2021 Q2 (six months)

2 Developing Services in Invoice/Contract Field
3 Full-year Forecasts for FY2021© Sansan, Inc.

8

2 Developing Services in Invoice/Contract Field

Focal Points in Our Service Development
Under our avowed mission of Turning encounters into innovation, developing B2B services thatrealize DX for business fields where analog business flows remain.

Point 1

Encounters- Focusing on person-to-person, company-to-company
encounters

From Analog to Digital- Including paper, analog business flows remain, andthus there is substantial room for optimization throughdigitization

Point 2

© Sansan, Inc.

9

2 Developing Services in Invoice/Contract Field

Our Strengths
Establishing one of the largest SaaS positions in Japan based on technology for digitizing analog
information.

© Sansan, Inc.

Technology

Strong brandfor digitizing analog
information

Recognition

Strong sales andmarketingin Japan

Organizations

Unique operations that

Strong brand recognition of

combine AI technology with

Sansan has contributed greatly tomanual inputs

gaining trust in each service

As one of the largest SaaS
companies in Japan, possesses

advanced expertise andsales/marketing organizations

10

2 Developing Services in Invoice/Contract Field

Development of Our B2B Services
While devising ways to deepen our market penetration as a business platform in the business card
space, horizontally deploying technologies and expertise we have cultivated and creating newservices in a range of business fields.
Horizontal deployment of technology and know-how
Business Cards

Invoices

Deepening of existing fields

B2B business card-based contact management service

Optional functions

Online invoice receiving solution

Contracts

Contract digitization service

Business Events/Seminars

Risk Intelligence powered by Refinitiv/KYCC

Contacts Analysis powered by MotionBoard

Salesforce Opportunity Integration (1)Survey Tool powered by CREATIVE SURVEY

CloudSign Contract Management

Data Integration Sansan Data Hub

Seminar management system

Business card creation service (Meichi Maker)(1) Salesforce is a trademark of salesforce.com, inc., and is used with permission.
© Sansan, Inc.

11

2 Developing Services in Invoice/Contract Field

Bill One: Service Outline
A service that enables receipt of paper and PDF invoices online and supports faster settlement of monthly
accounts by realizing operational efficiency.

Side issuing the invoice

UploadBill One user companies

One-stop receipt

Attached
file by
Email

Digitization of invoice with
99.9% accuracy

Postalmail

Centralized management by
database

Email notification

Invoice URL inquiry

In addition to accurately digitizing paper and PDF invoices, and for invoices that have been digitized to be viewable in the cloud,the service enables a variety of business flows, such as invoice confirmation and approval, to be completed in the cloud.

© Sansan, Inc.

12

2 Developing Services in Invoice/Contract Field

Bill One: MRR, Paid Subscriptions and Monthly Sales per Paid Subscription
Rapid growth of MRR, number of paid subscriptions and monthly sales per paid subscription
Aiming for ARR of ¥1 billion+ in FY ending May 2022.
Number of Bill One Paid Subscriptions and Monthly Sales per Paid Subscription (1)Bill One MRR(millions of yen)

Paid Subscriptions
Monthly Sales per Paid Subscriptions（subscriptions）

61

MRR
Up

Paid Subscriptions
Up

1,131.4% YoY677.0 % YoY

575
107,000 yen
343

Aiming for more than
34

ARR

20

Feb.

May

Aug.

FY2020Nov.

FY2021May

subscriptions

138

74

by end of FY2021

26
End-Q1End-Q2End-Q3

FY2020End-Q4End-Q1End-Q2

〜
〜

Nov.

9

〜
〜

0
Aug.

5

1,000

67,000 yen

1billion yen

by end of FY2021

Aiming for

239

May

FY2021(1) Monthly results for the end of the quarter in Bill One, unaudited© Sansan, Inc.

13

2 Developing Services in Invoice/Contract Field

Bill One: Customers and Size of Potential Market for Bill One
Regardless of company size, acquiring customers from various types of business and business conditions
Vast room for development exists in Japan.
Customers Running Bill One Products

Size of Potential Market

Number of companies in Japan (1)Approx.

2 million

Companies in Bill One network

Approx. 22,000Bill One paid subscriptions

575(1) Based on Economic Census for Business Activity in 2016 issued by the Statistics Bureau.
© Sansan, Inc.

14

2 Developing Services in Invoice/Contract Field

External Environment in Invoicing Arena (Legal Changes)
While legal reforms and other measures are promoting invoice digitization, companies face newissues in need of attention, and demand for services to solve these issues is rapidly increasing.
2022• Laws related to preservation of

2023

2024

electronic books

Revision of Act
Concerning
Preservation ofElectronic
Books• Paper receipt national tax documents

January

can be stored electronically with no

Enforcement of Act Concerning Preservation of Electronic Books (Revised)

need to apply to tax offices• Electronic preservation of electronic
receipt national tax documents mademandatory (accepts that electronicstorage is not possible only under

Allows 2 years for not being able to store electronically
only under certain conditions

certain storage conditions)• System for correctly calculating theamount of tax credits for purchases

Invoicing
Systemsubject to consumption tax

October 2021 to end of March 2023

• Issuing company applies for registration

Contractor’s registration application acceptanceperiod commences at time of issue of eligible invoice

and issues eligible invoices• Measures required to be taken byreceiving company, such as confirming

October

Invoicing systemapplications commence

registration numbers and necessary
items with National Tax Agency© Sansan, Inc.

15

2 Developing Services in Invoice/Contract Field

Contract One: Service Outline
A service that realizes risk management from the DX of contract business.

Contract One
User

Data
UploadAccurately digitizes electronic andpaper-based contracts

Imprint
stamp

Stamping, storage and managementtasks completed online

Account
book accessfor reading

Centrally managed by database

Stamp imprinting

Business
Partner

By accurately digitizing contracts, both paper and electronic contract information can be centrally managed as data. In
addition to supporting the visualization and effective utilization of contract information, Contract One also provides functions

that enable a series of contract-related tasks, from stamping and storage to management, to be completed online.
© Sansan, Inc.

16

2 Developing Services in Invoice/Contract Field

Contract one: Collaboration with Other Companies
Contract One enables centralized management of all contracts, including electronic contract services.
Planning to integrate functions with seven major electronic contract service companies.

GMO Sign

Money Forward Cloud Contract© Sansan, Inc.

17

Contents

1 Consolidated Financial Results for FY2021 Q2 (six months)
2 Developing Services in Invoice/Contract Field

3 Full-year Forecasts for FY2021© Sansan, Inc.

18

3 Full-year Forecasts for FY2021

Consolidated Financial Forecasts
Up to and including the second quarter, results have been progressing steadily.
No change to consolidated earnings forecast announced at beginning of fiscal year.

FY2020(millions of yen)

Consolidated
Forecasts

Net Sales

Operating Profit

FY2021

Full-year Results

Full-year Forecasts

YoY

16,184

20,230〜20,716+25.0%〜+28.0%

736

450
〜800

-38.9%〜+8.6%(1) We also expect to record a surplus in ordinary profit and profit attributable to owners of parent, but currently we are in a phase of actively investing to maximize shareholder value and corporate value over the medium to long term. Additionally, since it is difficult toreasonably estimate some non-operating income and loss, we have not disclosed specific forecast figures© Sansan, Inc.

19

Appendix© Sansan, Inc.

Consolidated Financial Results for
FY2021 Q2 (three months)© Sansan, Inc.

Consolidated Financial Results for FY2021 Q2 (three months)

Overview of Consolidated Financial Results
Despite being impacted by the prolonged and ongoing COVID-19 pandemic, net sales remained strong
and increased 25.5% YoY.
Each profit decreased owing to execution of growth investments.
FY2020(millions of yen)

FY2021Q2 Results

Q2 Results

YoY

Consolidated Results

Net Sales

3,969

4,979

+25.5%

Gross Profit

3,460

4,357

+25.9%

87.2%

87.5%

+0.3 pt.

492

-31

ー

12.4%

ー

ー

Ordinary Profit

352

-111

ー

Profit Attributable to
Owners of Parent

302

-78

ー

2.43 yen-0.63 yenーGross Profit Margin

Operating Profit
Operating Profit Margin

EPS (1)(1) As the Company conducted a four-for-one common stock split effective December 1, 2021, the EPS were calculated on the assumption that the stock split was conducted at the beginning of the fiscal year ended May 31, 2021.
© Sansan, Inc.

22

Consolidated Financial Results for FY2021 Q2 (three months)

Factors Contributing to Changes in Consolidated Operating Profit
Personnel expenses increased by ¥513 million and advertising expenses increased by ¥396 million YoY,
owing to recruitment of human resources and strengthening of advertising activities, respectively.
Status of Consolidated Net Sales/Operating Profit(millions of yen)

Net Sales
Cost of Sales
Personnel
Expenses

SG&A© Sansan, Inc.

4,979

+1,010

508

622

+113

1,630
899

503

1,347

(excl. personnel expenses
and advertising expenses)

Operating
Profit

3,969

1,117

Advertising
Expenses

492

YoY

FY2021 Q2 Results

FY2020 Q2 Results

1,828
-31

+513

+396

+511

-524

23

Consolidated Financial Results for FY2021 Q2 (three months)

Sansan/Bill One Business Overview
Net sales increased by 23.8% YoY against the backdrop of steady growth of Bill One.
Operating profit decreased 21.5% YoY owing to recruitment of human resources and strengthening of Bill
One advertising activities.
FY2020

FY2021Q2 Results

Q2 Results(For Reference) FY2021
YoY

Q2YTD Results

YoY(millions of yen)

Sansan/Bill One Business

Net Sales

3,545

4,387

+23.8%

8,548+23.8%

Sansan

3,535

4,227

+19.6%

8,295+20.4%

3,362

4,026

+19.8%

7,926+20.8%

172

200+16.0%

369+11.8%

Bill One

10

148+1,371.1%

238+2,135.7%

Others0

11+5,720.0%

14+3,167.2%

1,565

1,228

-21.5%

2,366-16.5%

44.1%

28.0%

-16.1 pt.

27.7%

-13.4 pt.

Sansan Recurring Sales
Sansan Other Sales

Operating Profit(1)

Operating Profit Margin(1) Unaudited© Sansan, Inc.

24

Consolidated Financial Results for FY2021 Q2 (three months)

Sansan / Bill One Business: Sansan Recurring Sales, Number of Sansan Subscriptions and Monthly Sales per Subscriptions
Recurring sales steadily increased by 19.8% YoY.
Number of subscriptions increased by 13.2% YoY and monthly recurring sales per subscription increased by
4.5% YoY.
Sansan Recurring Sales
Sansan Other Sales「Sansan」その他
Sansan Recurring Sales「Sansan」ストック
Ratio of Sansan Recurring Sales「Sansan」ストック売上高比率
95.3% 95.1% 94.8%(millions of yen)

91.4%

91.7%

2,941

310

252

3,140
261

（Subscriptions）¥9,000

95.2%

91.3%

89.1%

2,848

Number of Sansan Subscriptions and Monthly Sales per Subscription

3,353
291

3,357
157

3,535
172

3,737
196

3,893
185

95.8%
4,068
169

95.3%
4,227
200

「Sansan」契約件数
Number of Sansan Subscriptions
契約当たり月次ストック売上高
Monthly
Sales per Subscription¥8,000¥7,000

6,032

6,263

6,587

6,754

6,969

7,230 7,523

7,744

8,186
7,992

180,000

170,000

164,000 yen¥6,000160,000¥5,000157,000 yen

150,000¥4,000

2,538

2,689

2,879

3,062

3,199

3,362

3,541

3,708

3,899 4,026¥3,000146,000 yen

140,000¥2,000130,000¥1,000

¥0

Q1

Q2

Q3

2020年5月期
FY2019© Sansan, Inc.

Q4

Q1

Q2

Q3

2021年5月期
FY2020Q4

Q1

Q2

2022年5月期
FY2021

120,000

End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2

FY2019FY2020

FY2021

25

Consolidated Financial Results for FY2021 Q2 (three months)

Sansan/Bill One Business: Last 12 Months Average of Monthly Churn Rate for Sansan
Last 12 months average of monthly churn rate has remained low, at 1% or less.
Last 12 Months Average of Monthly Churn Rate for Sansan (1)

0.79%

0.66%

0.68%
0.60%

FY2017End-Q4FY2018End-Q4FY2019End-Q40.65%

FY2020End-Q2

FY2021End-Q2(1) Ratio of decrease in monthly fees associated with contract cancellations to total monthly fees for existing contracts© Sansan, Inc.

26

Consolidated Financial Results for FY2021 Q2 (three months)

Eight Business Overview
Net sales increased owing to the expansion of B2B services.
FY2020(millions of yen)

Q2 Results

Q2 Results

Q2YTD
Results

YoY

YoY

424

552

+30.0%

976+33.0%

B2C Services

73

71

-3.8%

142

-4.0%

B2B Services

350

480

+37.1%

833+42.3%

Operating Profit

-169

-108

－

-291

－

Operating Profit Margin

－

－

－

－

－

Number of Eight Users (2)

2.81

3.01

+0.20

million people

million people

million people

1,949

2,481

+27.3%Net Sales

Eight Business(1)(For Reference) FY2021

FY2021

Number of Eight Team (3)Subscriptions(1) Unaudited(2) Number of confirmed users who registered their business card to their profile after downloading the application(3) Eight Corporate Premium was renamed to Eight Team© Sansan, Inc.

27

Consolidated Financial Results for FY2021 Q2 (three months)

Eight Business: Net Sales/Eight Users
B2B service sales increased significantly compared with previous quarter owing to implementation ofbusiness events and other factors.
Continued growth of number of Eight users.
Number of Eight Users (1)Net Sales
B2C services
BtoCサービス(millions of yen)

¥4

(millions of user)

3.01

552

BtoBサービス
B2B services

¥3

488
424
337
251

253

179

181

424

2.58

2.65

2.76

2.81

2.86

2.92

¥3

360
¥2

309

235

350
263

2.51

2.70

2.96

234

480

413

¥2

352

287

¥1

161
¥1

72

71

74

73

74

73

73

74

71

71
¥0

Q1

Q2

Q3

FY2019

Q4

Q1

Q2

Q3

FY2020Q4Q1Q2FY2021End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2

FY2019FY2020

FY2021(1) Number of confirmed users who registered their business card to their profile after downloading the application© Sansan, Inc.

28

Consolidated Financial Results for FY2021 Q2 (three months)

Eight Business: Business Event Services
Held a business event that utilized the Eight Business network and our unique technology.
In addition to the quarterly Meets event, Climbers and DX Camp events held in November 2021.
Business Event; Climbers

A large-scale online event that included the holding of special
lectures and that drew the participation of 30,000 businesspeople.

Business Matching; Event Meets

A unique B2B event that connects buyers with sellers quickly andefficiently.

© Sansan, Inc.

DX leader development; DX Camp

Training-format business conference targeting corporate leader level.

Online exhibitions; Business IT & SaaS EXPOAn exhibition for the purpose of consultations on and comparisonsof IT installations displayed by companies that provide the latest
IT/SaaS products.

29

Sansan Group Overview© Sansan, Inc.

Sansan Group Overview

Mission and Vision

MissionTurning encounters
into innovation

VisionBecome business
infrastructure© Sansan, Inc.

31

Sansan Group Overview

Overview of Reporting Segments
Comprises two reporting segments, the Sansan/Bill One Business and Eight Business. (1)Sansan/Bill One Business

Eight Business

SansanBill One

OthersB2C Services

B2B Services

B2B business card-based
contact management service

Online invoice receiving solution

Contract digitization service

Business card management app

Business card management app- Eight Premium
B2B seminar management system- Eight Team- Eight Marketing Solutions- Meets- Climbers- DX Camp- Business IT & SaaS EXPO
- Eight Career Design

Business card creation service
Media that transcribes all documents (2)(1) From FY2021 (June 1, 2021), following a change in the recognition method for certain services, the reportable segments were changed to Sansan/Bill One Business and Eight Business. Of note, the few other services not included in reportable segments are recorded
in “Others,” while elimination of intra-company transactions (sales), and costs not allocated to segments are recorded in “Adjustments.”(2) Services provided by logmi, Inc., a consolidated subsidiary© Sansan, Inc.

32

Sansan Group Overview

Operation and Technologies for Digitizing Analog Information
Establishment of analog information digitization operation structure unsurpassed by competitors.

Prompt, accurate digitization of large volume of business card information

Scan large volumes ofanalog information

AI:
Data entry

Humans:Manual entry

Humans: Final check

Database

Automatic and manual data entry of
analog information images
Cycle repeated since company began

Combination of Technologies
Automatic detection andmicro-tasking of
analog information© Sansan, Inc.

Automatic detection of
language

Automatic sorting tooperators

Diverse network ofdata entry operators

Image processing
technology

33

Sansan Group Overview

Dominant Brand Recognition and Strong Assets in SaaS Management
Has gained high level of brand recognition among B2B services and established a dominantmarket share.
Building a solid customer base backed by Japan’s highest SaaS management expertise, which has
been cultivated since we began.
Dominant brand recognition and market share in B2B
Sales share in 2020 (1)Strong sales organization and solid customer base
SaaS expertise cultivatedover the 15 years since our founding

Sansan83.1 %(1) Latest trends in business card management services and sales services [SFA/CRM/online business card exchange],
December 2020, Seed Planning, Inc.
© Sansan, Inc.

34

Sansan Group Overview

Tailwind of Market Environment
Work-style reform and digital transformation are boosting the need for B2B cloud-based business cardmanagement.
Work-style Reform and ICT-related Spending in Japan (1)(billions of yen)

Digital Transformation Market Size (2)(billions of yen)

SaaS Market Size in Japan (3)(billions of yen)Communication Services

IT and Business Services
Software＋¥423.6
387.0
276.9

＋¥516.2

449.0

Hardwarebillion750.4＋¥2,251.3

billionbillion

1,117.8

3,042.5
965.6

542.0

601.6
1,071.0

1,115.5

791.2

2017
'05/5

2022
'05/5
forecast

2019
'05/5

2030
'05/5
forecast

2019
'05/5

2024
'05/5
forecast(1) Based on 2018 to 2022 Outlook of Work-style Reform and ICT-related Spending in Japan: by Hardware, Software, IT and Business Services, Communication Services by IDC Japan (December 2018)(2) Based on 2020 Outlook of the Digital Transformation Market by Fuji Chimera Research Institute.
(3) Based on 2020 New Software Business Markets by Fuji Chimera Research Institute© Sansan, Inc.

35

Sansan Group Overview

Company Overview (1)Company name

Sansan, Inc.

Foundation

June 11, 2007

Head office

Aoyama Oval Building 13F, 5-52-2 Jingumae, Shibuya-ku, Tokyo

Other locations

Branch offices: Osaka, Nagoya, Fukuoka
Satellite offices: Tokushima, Kyoto, Fukuoka, Hokkaido, Niigata

Groupcompanies

Sansan Global Pte. Ltd. (Singapore）
Sansan Corporation (United States)
logmi, Inc.

Representative

Chika Terada

Number of
employees

1,069

Capital¥6,376 million

Net sales¥16,184 million (FY2020)

Classification bytype ofshareholder (1)Domestic financial institutions: 19.33%; security firms: 0.79%;
other domestic corporations: 2.07%; foreign financial institutions and individuals: 31.97%;
individuals and others: 45.83%

Head OfficeKamiyama Lab

Sansan Innovation Lab(1) As of November 30, 2021
© Sansan, Inc.

36

Sansan Group Overview

About Employees
Breakdown by Organization (1)Number of Employees(persons)

1,069

Sansan/Bill One Business
Sales/SD/CS

954
Others713

549

Eight Business

1,069
employees

402

Sansan/Bill One Business
Others
FY2017(1) As of November 30, 2021
© Sansan, Inc.

FY2018FY2019FY2020Sansan/Bill One Business
Development

FY2021(End-Q2)

37

Sansan/Bill One Business© Sansan, Inc.

Sansan/Bill One Business

Sansan: Service Outline
Sansan offers business card management features to transform unutilized business cards into assets.
Challenges facing
companies• Business card information not shared within the office• Insufficient internal communication• Not aware of the value of business card information

Major features of Sansan
Uncover your hidden network.
Find opportunities. Make deals.

•

Business cardmanagement/sharing/search

B2B cloud-based business cardmanagement service•

Company master information•

Person master profile

Digitizes business card datawith 99.9% accuracy•

User benefits© Sansan, Inc.

•

News feed•

E-mail magazine delivery•

Business card orderapplication•

Internal contact list•

Internal message•

Customer management•

Security control

Generating organization charts•

Contact management•

Coordinate information with 3rdparty services•

Data integration•

OpenAPI•

Distribution of personnel changes

Productivity Streamlined operations
Strengthening sales activities Creation of business opportunities

39

Sansan/Bill One Business

Sansan: Service Plans
Providing basic company-wide use plan.
A. Basic company-wide use plan1

2

Initial cost

12 months’ license cost

(initial costs)

Cost for digitizing existing business cards

Customer
Success Plan
(initial costs)

B. Previous plan (ID subscription)
Cost according to number ofcontract IDs
Digitization costs for business cards already held
(upper limit placed on number of business cards)

Offer introduction support plans with individual quotation
Costs for implementation and operational support of Sansan services

3

ScannerMonthly ¥10,000 per scanner(running costs)

Rent scanners and tablets to customers based on number of office floors and/or branches

4

License cost
(running costs)

Determined according to themonthly number of exchanged
business cards, etc. (annual subscription)
Tens of thousands to millions of yen per subscription© Sansan, Inc.

Setting according to number ofcontract IDs (annual subscription)
Fixed billing for each ID (upper limit placed on thenumber of business cards digitized)

Timing of payment

At start ofcontract

At start ofcontract

At start or
renewal ofcontract
At start or
renewal ofcontract40

Sansan/Bill One Business

Sansan: Number of Subscriptions and Monthly Recurring Sales per Subscription
Achieve growth through an increase in both the number of subscriptions and monthly recurring sales
per subscription.

Increase Monthly Recurring Sales per Subscription
Increase Numberof Subscriptions• Expand sales coverage to large corporations• Promote solution-based sales• Promote regional expansion• Enhance global expansion

Number of Sansan Subscriptions• Promote company-wide use (fromthe sales department to the entire company)• Enhance implementation support• Promote of Virtual Cards• Strengthen collaboration with othercompanies’ partners

Upselling• Provide optional functions• Partnerships with other companies, and M&A

Monthly Recurring Sales per Subscription

4,849

8,186

¥106,000¥164,000

FY2017 End-Q2

FY2021 End-Q2

FY2017 End-Q2

FY2021 End-Q2

Approx.

© Sansan, Inc.

More Utilization by Existing
Customers

1.7 times

Approx.

1.5 times
41

Sansan/Bill One Business

Sansan: Expand Use of Virtual Cards Function
Started providing Virtual Card function in June 2020 amid increase in new work styles, such as remote work
Stronger syncing between our other segment and other companies, such as Eight with Microsoft Teams (1)and Google Calendar.

Increasing successful
business deals with
Virtual Cards(1) Microsoft 365 is registered trademarks of Microsoft Corporation in the U.S. and other countries(2) Google Workspace and Google Calendar are trademarks of Google LLC.
© Sansan, Inc.

42

Sansan/Bill One Business

Sansan: Optional Functions that can be Added to Sansan(1)Risk Intelligence powered by Refinitiv/KYCC

Automation ofantisocial forces check

Creation ofconfirmation list

List API linkage

Checks against anti-social forces database justby scanning business cards. Prevents check omissions
and greatly reduces man-hours for compliance personnel

Salesforce Opportunity Integration (1)SansanSurvey Tool powered by CREATIVE SURVEY

Seminar visitor informationquestionnaire results

Sansan forbusiness cardmanagement

Questionnaire solution that can provide a questionnairefunction necessary for B2B company seminars,
integrated with Sansan.

CloudSign Contract Management

Salesforce

On Sansan, users can ascertain Salesforce business negotiation
information along with in-house personal connection information andbusiness partner company information.

Contract information can be viewed just by scanning abusiness card. Shorten the verification work and greatly
reduced man-hours for legal staff.

(1) Salesforce is a trademark of salesforce.com, inc., and is used with permission© Sansan, Inc.

43

Sansan/Bill One Business

Sansan: Optional Functions that can be Added to Sansan(2)Sansan Data Hub

Sansan Meishi Maker

Create a business card master
Name aggregationengineIntegrated and enriched

Customer data
Used as a virtual card

A function that integrates and enriches all in-house customer databy integrating Sansan with third-party services, while promoting
corporate DX from data integration.

Contacts Analysis powered by MotionBoard

Used for issuing paper business cards

A service that allows users to easily print and apply for orders
by registering their own business cards as master data on
Sansan.

Collaboration with Colleagues
FinanceIndustrySouthwesternarea

AI
Credentials

Cloud-based phone bookIntegrating with business card data (customer information) on Sansan,
a function that integrates, analyzes, and creates a visual form of avariety of information and data from within and outside the company.
© Sansan, Inc.

Colleague profiles

A cloud-based phone book function that centrally manages
internal and external contacts, and a function that enables thein-house sharing of each person’s strengths by presenting, ina visual form, profiles of everyone in a company.

44Sansan/Bill One Business

Sansan: Sansan Sales Composition by Customer Size (Recurring Sales)
No significant change in revenue composition ratio by customer size.
Sansan Sales Composition by Customer Size (1) (Recurring Sales)
Company size
(employees)

FY2021End-Q2(composition)

1,000+
100–999

43%

<100

YoY
(revenue)

＋

22.5
%

＋

39%

15.2
%

＋

18%

14.9
%

FY2017End-Q4FY2018End-Q4FY2019End-Q4FY2020End-Q4FY2021End-Q2(1) Created based on monthly Sansan charge (unaudited)© Sansan, Inc.

45

Sansan/Bill One Business

Sansan: Accumulation of Net Sales by Service-in Timing (Recurring Sales)
Stably achieving negative churn rate. (1)Sansan Sales Stack-up: Accumulation of Net Sales by Service-in Timing (2) (Recurring Sales)

FY2017End-Q4FY2018End-Q4FY2019End-Q4FY2020End-Q4FY2021End-Q2(1) Status where increase of revenue generated by the existing subscriptions is greater than revenue reduced resulting from cancellation(2) Created based on monthly Sansan license charge (unaudited)© Sansan, Inc.

46

Sansan/Bill One Business

Sansan: Potential Market Size of Sansan in Japan (TAM)
The number of users within current customers is limited, and there is room for many dozens of times
more coverage expansion.
Company size

Sansan Coverage

Sansan Coverage(Number of employees)(Company) (1)(Employee) (1)1,000+

15.7%+1.3 pt. YoY

3.6%

3.7%

+1.3 pt. YoY

2.8%

100 to 999+0.5 pt. YoY+0.5 pt. YoY

100 or fewer

0.3%

1.0%

+0.1 pt. YoY

Potential formany dozens times
coverage expansion+0.2 pt. YoY(1) Sansan coverage is calculated with the number of subscription and total number of IDs in Sansan for FY2021 Q2 end as the numerator and the number based on Economic Census for Business Activity in 2016 issued by the Statistics Bureau as the denominator.
© Sansan, Inc.

47

Sansan/Bill One Business

Outline of Event Tech Services (Service Portfolio)
Providing various kinds of solutions to solve business event management issues.
Management of attendee business cards,
utilization of business card information

Event content transcription media
Distribution of information to attendees

Attendeemanagement

Attracting
attendees

Transcription

Attracting event attendees throughbusiness-oriented advertisements

Entry control

Easy and accurate next-generation
entry system using business cards

Seminar Management

Seminar management system
Measurement of event satisfaction,communication with attendees

Questionnaires/
Surveys

Smart Entry by Eight Virtual Cards

Event
dissemination

Discovery of online events by attendees
Disseminating information on events being held by organizers(1)

Encouraging exchanges at online events,
making event attendees active

Card exchange

Reception

Automating reception for offline events/exhibitions

Smart Reception

Virtual Cards
PamphletPublishing of digital pamphlets
Obtaining of accurate customer information, maximizing opportunities for business negotiations(1) Services provided by Sansan’s equity-method affiliates© Sansan, Inc.

Smart Pamphlet by Eight Virtual Cards

48

Sansan/Bill One Business

Seminar One: Service Outline
Seminar management system for corporations that provides a series of operations for seminar
implementation and supports simple and efficient seminar management.

Before seminar
Application page
creation

Email

During seminar
Entry response

Visitor reception

After seminar

Webinarsupporting

Questionnaire
integration

XXX@abc.com→abc, inc.

Integration with systems
Seminar One

Registrant information

Various systems

Sansan, MA,SFA/CRM, etc.

In addition to enabling operations from seminar application page creation, to holding seminars, toreception all in one package, we help user companies achieve efficient seminar management thatassists in marketing and sales activities by building databases of attendees.
© Sansan, Inc.

49

Eight Business© Sansan, Inc.

Eight Business

Eight: Service Outline
SNS platform for business with the largest number of active users in Japan.
Challenges facing
businesspeople

Not making the most out ofbusiness encounters

Lack sufficient access tobusiness card information

Want to use business SNS
without becoming “friends”

Digitize business cards with high level of accuracy by using technologies developed through Sansan

Offering a lifetime SNS platform for businessProfile management

Monetize
opportunities© Sansan, Inc.

Contact management
communications

Company news

B2C model

Paid plan for
individuals

Event participation

B2B model

Paid plan forcorporations

Ad delivery

Business events

Recruiting platform

51

Eight Business

Eight: Strengthening and Promotion of Monetization Plans
Accelerate and strengthen the development of paid plans for B2B.
B2B (1)
Paid plan for corporations

Eight TeamAd. Delivery

Eight Marketing Solutions

Fixed monthly fee

Enables users to share their contacts with colleagues(Annual subscription)

Targeting small companies with <20 employees

Pay-for-use charges depending
on delivery volume (2)A service for delivering ads to Eight users(Contract for a fixed period)

Timely and targeted advertising to career-oriented professionals

Business events

Meets/Climbers/
DX Camp/
Business IT & SaaS EXPO
Recruiting platform

Eight Career Design

Fixed fee per event(Held irregularly) (3)Fixed monthly fee (4)(Contract for a fixed period)

Various business event services utilizing Eight's business network
Uses proprietary technology to accurately match businesspeople

Recruitment services targeting Eight users
Provides new and unique targeted hiring method to the market

B2C
Paid plan for individuals

Eight Premium

Fixed monthly fee

Delivers additional functions to users, such as network data DL
Expand the overall number of Eight users, including free plan

(1) B2B services in the Eight business include event transcription services for the media logmi Biz, logmi Finance and logmi Tech provided by logmi, Inc.
(2) There is a minimum advertisement placement price and also a normal advertisement menu.
(3) There are multiple fee settings depending on the type of event held, etc.
(4) There is an additional charge when a decision to hire is made.
© Sansan, Inc.

52